chapter 6 quiz

In the United States, the subdivisions in the ____ category are (1) the federal government, (2) the 50 different state governments and (3) 8,700 local units.

Government market

The ___ covers public and private organizations that provide health, education and welfare services to consumers.

Institutions category

____ provide passenger and freight service and/or local and long-distance telephone service.

Transportation and telecommunications

The ___ is composed of companies that distribute gas, electricity and water.

Utilities category

A person within the buying center who exercises a powerful influence over group decisions.

advocate

Which of the following is a role in the buying center that controls the flow of outside information by screening commercial contacts with other members of the buying center? a. advocates b. gatekeepers c. information seekers d. linking pins e. users

b. gatekeepers

When an organization determines whether to supply products or services in house or buy them from other businesses, it is making what kind of decision? Select one: a. the outsourcing decision b. the make or buy decision c. the competitive bidding decision d. the web auction decision e. the supplier search decision

b. the make or buy decision

Which of the following links organizations involved in the creation and delivery of a product? Select one: a. the production line b. the supply chain c. the trade industries d. the extractor industries e. the original equipment manufacturer

b. the supply chain

A non task-oriented mode of handling conflict in which one person obtains his or her goal by agreeing to allow the other's goal to prevail at another time.

bargaining

Non task-oriented approaches to solving conflict include which of the following? Select one: a. problem solving persuasion b. problem solving and bargaining c. bargaining and politicking d. persuasion and politicking e. problem solving and politickin

c. bargaining and politicking Correct

When a change in product price has relatively little effect on quantity demanded, the product is said to have which of the following? a. accelerator principles b. elastic demand c. inelastic demand d. commercial markets e. elastic supply

c. inelastic demand

The ___ category consists of organizations that acquire goods and services that are then used to produce other goods and services, eventually creating finished products used by

commercial market

Derived demand for B2B products ultimately depends on demand by whom? Select one: a. suppliers b. manufacturers c. extractors d. consumers e. gatekeepers

consumers

The purchasing of products and services from other companies is known as which of the following? a. competitive bidding b. make or buy decision c. supplier search d. outsourcing e. order specification

d. outsourcing

A person within the buying center who has the authority to make or approve a purchase decision.

decision maker

A demand, such as the demand for business-to-business products, which depends ultimately on the demand of end consumers.

derived demand

Which of the following is NOT one of the six roles of people in a buying center? a. gatekeeper b. information seeker c. advocate d. decision maker e. facilitator

e. facilitator

In an eight-step organizational buying process, the first step is __________ and the third step is_______________. a. problem recognition; order routine specification b. problem recognition; general need description c. general need description; product specifications d. general need description; performance review e. problem recognition; product specifications

e. problem recognition; product specifications

The principle that recognizes that some business goods and services are highly sensitive to changes in consumer demand is called: a. the advocate principle. b. the extractor principle. c. the B2B demand principle. d. the decelerator principle. e. the accelerator principle.

e. the accelerator principle.

The ___ category includes organizations that obtain and process raw materials, as in forestry or mining.

extractors Industries

A person within the buying center who controls the flow of commercial (outside) information into the buying organization by screening all potential sellers and allowing only the most qualified to have access to decision makers.

gatekeeper

The federal, state, and local governments in their role as purchasers of goods and services.

government markers

Demand that is influenced little by price changes.

inelastic demand

A person within the buying center who locates data that can be used during the purchasing process.

information seeker

Public and private organizations that provide services to consumers.

institutions

A person within the buying center who establishes contact among functional areas formed within the buying organization.

linking pin

The ____ occurs when an organization determines whether to supply products or services in-house or to buy them from other businesses.

make or buy decisions

___ is the purchasing of products and services from other companies.

outstanding

A task-oriented mode of handling conflicts in which persons with different goals attempt to convince the others that their goals should take precedence.

persuasion

A non task-oriented mode of handling conflict in which personal ego needs take precedence over problem solving.

politicking

A task-oriented method of conflict resolution whereby all parties agree to put the organization's goals first.

problem solving

A factor such as time or perceived risk that influences the organizational buying process.

product factor

The ___ links organizations involved in the creation and delivery of a product.

supply chain

The linkage of organizations involved in the creation and delivery of a product.

supply chain

The degree of contact between the supplier and the OEM.

tier

The ___ category is made up of organizations that

trade industries

A person within the buying center who actually uses the product.

users

Companies that distribute gas, electricity, or water.

utilities